BRAZILIAN FRUIT PRODUCTION: IN SEARCH OF AN EXPORT MODEL Paulo Faveret Filho José Geraldo Pacheco Ormond Sergio Roberto Lima de Paula* *Respectively, manager, technician and assistant technician of the Agroindustrial Studies Department of the BNDES. The authors would like to thank the technician, José Campos Valadão, the librarian, Heloiza Miranda, and the intern, Dominique Scialom for their assistance. Discussions with José Sidnei Gonçalves (of the São Paulo Institute of Land Economy), Carla Salomão (of Agrícola Fraiburgo) and Moacyr Saraiva Fernandes (of Ibraf) were also of great help in writing this study.
Abstract This study analyses the production of fruit within Brazil from various angles, emphasizing the obstacles to establishing a large-scale export strategy. The world market for fresh fruit is growing rapidly, but is heavily influenced by government policies among the main importing countries, as well as by extremely intense competition. International competitiveness appears to be increasingly dependent on efficient systems of commercialization, which are the result of both public and private-sector initiatives, albeit in varying combinations. Brazil has not yet succeeded in assembling such a system, a fact that is largely to blame for its poor export performance. Since 1986, various analyses have been made, that are largely in agreement with each other, and that were written with the aim of exposing various factors that are responsible for the timid action of producers, the market and the government. All in all, the Brazilian fruit sector lacks the coordinating effects of markets and public policies that would permit the establishment of a productive chain with the infrastructure and mechanisms of commercialization that cater to the needs of both domestic and foreign markets. These are necessary for it to realize its potential.
Introduction The fascination that fruit holds for human beings was first described by the earliest religious scribes, and continues throughout the whole of history, incorporating the most diverse forms of symbolism, that are always linked to pleasure, beauty and health. Starting from this symbolism, man has continued to invent a wide range of ways of consuming fruit: in juices, ice cream, biscuits, yogurts, alcoholic and non-alcoholic beverages, an enormous range of confectionery/desserts, as well as in shampoos and beauty creams, always with the aim of capturing the special taste or healthgiving properties of each fruit. Having said this, nothing equals the pleasure of the natural taste of fruit. The availability of a fruit in this form nevertheless demands a complex system of planting, cultivation, harvesting, treatment, post-harvest processing, storage, transport and display in points of sale. The entire system aims to deal with the limited life and intrinsic fragility of fruit. It is not by chance that only 10% of fruit production reaches the hands of consumers in its natural form, without industrial processing. The potential of Brazilian fruit production is undeniable, most notably in its irrigated form. Having said this, bottlenecks at each stage of the process, from production to sale still await suitable solutions despite having been detected many years ago. This study provides a panorama of the sector, emphasizing the production of fresh fruit, most notably with regard to its commercialization, and attempts to trace developments that could aid the Brazilian fruit sector to realize its export potential. International Trade
The sector is characterized by an enormously wide diversity of products, of which only a small part is sold internationally on a large scale. Since the diversity of fruit makes it difficult to compile statistics, we have decided to concentrate on analyzing the more traditional varieties of fruit for consumption, namely: citrus, apples, grapes, bananas, pears, pineapples and peaches. Graph 1 World Fruit Production - 1996 bananas 18% apples 17% mangoes 6% other 5% Source: FAO grapes 18% oranges 20% tangerines 5% pears pineapples 4% 4% peaches 3% The varieties of fruit analyzed represent 84% of world production, with four of these, from a temperate climate (apples, grapes, pears and peaches) accounting
for 42%. Of typically tropical varieties of fruit, only bananas, pineapples and mangoes are produced in significant quantities, representing 28% of world production. Recent Developments International trade in fruit has grown rapidly since the mid-1980s, with the annual rate of growth of international exports averaging 10% between 1985-95, albeit with a slight fall to 7.7% during the period 1990-95. Graph 2 World Trade in Fresh Fruit US$ 000 18,000,000 16,000,000 14,000,000 12,000,000 10,000,000 8,000,000 6,000,000 4,000,000 2,000,000 0 1980 1985 1988 1989 1990 1991 1992 1993 1994 1995 Source: FAO Year
According to the OECD (1997a), fruit and nuts 1 form the largest category of agroindustrial imports by OECD countries, as well as the fastest growing category over the period 1980/82 to 1990/92, the total value of which increased from less than US$ 10 billion to over US$ 20 billion, including fresh (70%) and processed products (30%). Most notable among fresh products were bananas, which accounted for some 30% of total exports, and among processed products, fruit juices, which represented half of all imports in this category. In addition to the growing demand for natural products, international trade in fruit expanded significantly during the 1990s due to a series of other factors [see OECD (1996)], the most notable of which are: efforts by developing countries to increase the value of their exports the fall in tropical commodities during the 1980s led to initiatives to diversify production as a way of sustaining incomes of countries and producers; a general trend towards trade liberalization the conclusion of the Uruguay Round, and the signing of bilateral and regional agreements aided in reducing barriers to international trade, even if such developments are still far from eliminating them; 1 It is not always possible to break down the categories of classification of foreign trade.
diversification of production, adopted as a response to the reform of agricultural policies, a reduction in government support, and an increase in supply in both hemispheres; and technical progress in storage and transport low temperatures and controlled atmosphere techniques, that have led to an increase in warehousing times, a reduction of costs, due to less need for post-harvest treatment, and an improvement in quality, due to the scope for harvesting fruit at a later stage, when it is more mature. International trade is dominated by temperate varieties of fruit, that are most heavily consumed in the large markets such as Europe and the United States, even if bananas show the fastest growth in consumption during the 1990s (11% per year), and peaches the lowest (2% per year). World production of such fruit is around 261 million tons per year, with China, Brazil, the United States and Italy the principal producers that together account for some 37% of world production. Graph 3 World Exports of Fresh Fruit - 1995 oranges 24% apples 19% pears 7% Source: FAO bananas 29% pineapples 2% peaches 6% grapes 13%
During the 1990s, growth averaged 3% per year, with China achieving outstanding annual growth rates that averaged 20% per year, and that have transformed it from the fourth largest producer at the start of the decade into the world s largest producer of fruit. Another country that has achieved extremely high rates of production growth is Ecuador (12% per year), with this figure represented principally by growth in banana production. For production of fruit, apples and pears showed the greatest increase, with average annual growth rates of 7% and 6% respectively. Among apple producing countries, the fastest growth rates were achieved by China (26%), Egypt (50%) and Poland (9%), while notable among pear producing countries were China (14%), Chile (12%) and Egypt (11%). Less than 10% of production is sold internationally in the form of fresh fruit, even if there is no precise data on consumption in the domestic markets of the principal producer countries. This is due to the fact that data reflects import volumes, but does not identify the use of fruit, which after having been imported, may be used in pulp, fresh juices, ice creams, confectionery or other processed products.
Table 1 Leading International Producers and Exporters, by variety of fruit Pineapples Bananas Oranges Apples Pears Peaches Grapes Country Producers Thailand % Country % Country % Country % Country % Country % Country % 17 India 18 Brazil 37 China 30 China 43 China 22 Italy 16 Philippines 13 Brazil 10 United 18 United 9 Italy 7 Italy 16 France 13 States States Brazil 9 Ecuador 10 Mexico 6 France 5 United 5 Greece 10 United 9 States States China 7 China 6 China 4 Germany 5 Spain 4 United 9 Spain 8 States Exporters Costa Rica 20 Ecuador 17 Spain 49 France 17 Argentina 13 Italy 43 Italy 22 Belgium/Luxemb 15 Belgium/Lux 16 United 10 United 14 Holland 13 France 13 Chile 18 ourg embourg States States Ivory Coast 14 Costa Rica 12 Morocco 5 Italy 10 Belgium/Lux 12 United 8 United 18 embourg States States France 14 Colombia 9 South Africa 4 Holland 9 South Africa 11 Chile 7 Holland 6 Source: FAO.
The largest exporters of fresh fruit are Spain, the United States, Italy, Holland, France and Ecuador, which together account for 54% of sales by value. Holland/Belgium/Luxembourg and France act as distribution centers for Europe, which accounts for 47% of exports, while the United States has a 36% share. With regard to imports, Germany, the United States, Britain and France absorb 42% of international trade in fresh fruit, with Germany the largest importer (16%), followed by the United States (11%). The leading example of specialization is Spain, which supplies the world table orange market, a specific niche, since most orange production is processed into juice (Brazil is a typical case). Spain, responsible for 49% of world orange supply, is the world s largest exporter of fresh fruit. Despite the fact that its production has been declining at an annual rate of 2%, exports have risen by an average of 5% per year over the last decade. Another case of specialization is Ecuador, the world s third largest producer of bananas, whose contribution to world trade is limited to this product, even if it has a 17% share of the market for supplying this, the most widely sold variety of fresh fruit. As a result of its banana production, Ecuador is the fourth largest international exporter of fresh fruit, with production having increased at a rate of 2% per year, and exports by as much as 12% a year. The United States provide the leading example of diversification, with a significant share of all the markets analyzed: import, export and production (with the exception of banana production). Most notable is the reversion of the US position in the orange market, having boosted production at a rate of 7% per year, while imports have fallen (by 13% per year), and exports risen (by 11% per year), in a market that has grown at 5% per year. Holland is active in this market, as it is in several others, as a commercial distribution center, although it is absent from trade in table oranges, peaches and grapes, all markets dominated by other European countries and by the United States. In the markets where it is present, it has increased the value of its exports at a rate of 39% per year. France also acts as a European distribution center for pineapples and bananas. In the case of pineapples, it has a clear strategy of increasing imports for reexport, while in the case of bananas, its increased share of international trade seems to have been determined by the reduction in domestic consumption, since imports have remained stable. Another notable example is China, which has significantly increased its production of the most widely sold varieties of fruit at international level, namely: bananas (growth of 13% per year), oranges (7% per year), apples (26% per
year), pears (14% per year) and peaches (15% per year). While the country has increased its imports of peaches (29% per year), and has a net deficit in apples, the overall increase in production (18% per year), and its share of world supply (12% per year), suggests that it has adopted a strategy of supplying the world market, most notably with temperate fruits (apples and pears) as well as with table oranges. Argentina has increased its exports by some 11% per year, as a result of Mercosul (most notably of Brazil), even if it has reduced its overall production. Higher incomes have nevertheless encourages the country to plant new orchards, which have not yet begun producing on a commercial scale. In the case of pears, the data indicates that new markets have opened to South Africa, which, while having increased its production by only 2% per year, has boosted exports by 14% per year. The end of the boycott of the country s former apartheid regime explains most of the growth during the 1990s. Chile, despite a considerable increase in production (12% per year) has witnessed a fall in its total exports of fruit at a rate of 5% per year, as a result of lower prices in the European market. Principal Characteristics It is possible to define, in general terms, the principal characteristics of international trade in fresh fruit, as well as future trends. It should be noted that several of the factors mentioned also apply to other food products, whether fresh or processed. Predominance of Temperate Varieties of Fruit The principal varieties of fruit sold and consumed throughout the world are oranges, apples, grapes, banana, peaches, pears and pineapples. Of these, bananas, pears and pineapples are predominantly consumed in their natural state, oranges and apples as juice, while most grape production is transformed into wine or juice, and peaches into nectar or canned fruit in syrup. This explains why the largest producers are not the main exporters of these products in their natural state (with the exception of Italy, which is the leading producer of grapes and also the largest exporter). Despite the preference for varieties of fruit traditionally consumed in Europe and the United States, there has been an increase in recent years of imports of socalled exotic fruit, typically from tropical climates, such as guavas, mangoes, papayas and kiwifruit. According to the FAO [cited in Agra Europe (June 1998, p. 3)], international consumption of tropical fruit should increase by around 40% between 1995 and
2005, equivalent to an annual growth rate of 3.5%. This growth should be accompanied by an increase in supply, although prices may decline due to intense competition between exporters. Most of the 56 million tons of production (1997 data) is directed towards domestic consumption by producer countries. Mangoes (40%), pineapples (23%), papayas (9%) and avocados (4%) are the principal products. International trade accounted for only 1.8 million tons in 1996, representing some 3% of production. In order to realize the growth potential of this segment, the FAO has suggested a series of measures to increase the efficiency of the production and distribution chain. Improvements in packaging, transport and commercialization are fundamental, as is the establishment of strategic alliances by exporters, in such a way as to ensure the acceptance, wide availability and efficient distribution of their products. Imports Concentrated in the United States and Europe Demand for fresh fruit is concentrated in Europe and the United States, which absorb around 60% and 11% respectively of international imports. The European and US markets are extremely dynamic, and are notable as major producers and exporters of fresh fruit. Since they are located in temperate zones, it is natural that their domestic markets should demand varieties of fruit with characteristics in line with the cultural traditions of those markets, which in turn influence the rest of the world market. In this way, among the most frequently consumed kinds of fruit, only bananas and pineapples are not typical of temperate climates. High Standards of Quality Growing demands for quality translate into patterns of standardization that already transcend national borders, due to the globalization of markets. These may be divided into two areas: the intrinsic value of fruit: appearance, taste and color, in such a way as to provide a degree of predictability that caters to consumer tastes; and the form of commercialization: uniformity (size and format), which is important for packaging, transport and display processes, as well as for permitting a higher degree of visibility to the consumer, and higher standards of hygiene that minimize waste. Major Importance of Sanitary Regulations International trade in food products is heavily conditioned by the various sanitary regulation mechanisms. Almost all countries impose restrictions on transport of
food products, on the basis of concerns for consumers, and most notably, for their own producer regions. In the case of fresh products, these concerns are multiplied, since an infected cargo can jeopardize efforts to eradicate infestations and diseases, that took years to achieve and that cost millions of dollars. It should be noted that the countries with the most rigorous control procedures are precisely the major exporters the US, the European Union and Japan giving new exporters only very selective access to international trade flows. Significant Trade Barriers In addition to sanitary restrictions, fruit is subject to a series of tariff and non-tariff barriers in developed countries. Among the instruments used by some of the major importing countries are: minimum quality requirements; privileged status agreements for certain regions (which is the case for trade in bananas between the European Union and some of its former colonies); limits on imports during the local harvest period; he imposition of minimum prices for imports, and compulsory advance licenses for importers. While the Uruguay Round has imposed the requirement that all barriers be translated into tariffs, international trade in agricultural products continues to be one of the most restrictive. Even if unwarranted barriers are removed in the future, various factors remain in place to limit the free movement of goods, and thus restrict the growth potential of exports from non-traditional producer countries. Production Structure Production is fragmented at national and regional level, in accordance with the soil and climatic conditions that are suitable for each variety. In almost all countries, cultivation of fruit is carried out by small- and mediumsized producers, and due to the labor-intensive nature of production, which is much greater than is the case of cereals, economies of scale are limited. The use of family labor is one of the major strong points of small landowners, allowing specialized cultural characteristics and permitting flexibility of costs in the face of price variations, due to the low cash outlay. Production of fruit for export is based on small landowners with a trading system linked to large companies or government structures that organize the distribution of products in the international market. Presence of Large Export Companies
Some of the larger players in this market achieve annual revenues in excess of US$ 1 billion, notably the two US groups, Dole Foods (US$ 4 billion) and Chiquita (US$ 2.4 billion in 1997). According to Rabobank International (1997), four trading companies control 80% of world trade in fruit. Such companies are often both producers and distributors, although there are also organizations that specialize in commercialization, such as the boards of New Zealand. Production is often carried out on the basis of contracts with integrated producers, although the large banana companies have significant plantations of their own. Their activities extend from research into different varieties to transport logistics, and include definition of quality standards and advertising. Growth in Market Share of Modern Retail Chains The retail sector is in a major phase of concentration throughout the world. Supermarkets and hypermarkets have gained market share from traditional distribution systems, such as street markets and small stores. Within the supermarket segment, the leading companies are accounting for an increasing share. This trend is increasing the demands on suppliers, both in terms of quality and delivery times, leading to a reduction in the profit margins of intermediary agents and producers. In response to the difficulties of negotiating with retailers, the large export companies have attempted to control costs and reduce the number of suppliers. Another strategy has been to undertake mergers to increase their size of operation, and as a result, their bargaining power with distributors. Increases in Volume and a Reduction in the Seasonal Nature of Supply While production remains subject to limitations of climate, except in a few irrigable regions, there has been an observable trend towards the expansion of supplies of fresh fruit beyond the traditional harvest periods. This is due to the wider distribution of producer areas throughout the world, most notably the growth of supply of temperate fruit by the Southern Hemisphere, as well as advances in preservation technology, that have extended the warehousing times and shelf life of perishable products. In the case of out-of-season temperate products, where Southern Hemisphere production supplies Northern countries during the inter-harvest period, technical advances have served to reduce the so-called windows in the market. In addition to this trend, international trade has grown more than total production (by 7.7% per year against 3% per year during the 1990s), leading to increased supply of products and a consequent downward pressure on prices that has tended to depress margins. Mangoes are a good example, with prices in Europe
falling 30% since 1988 [Agra Europe (April 1998)], in conjunction with a 66% increase in import volumes. Demand for Baskets of Products and New Products The large retail chains, in their desire to optimize their logistical systems, reduce their costs and gain more customers, have demanded the supply of baskets of fruit, composed of different products. In this way, they maximize the use of their installations, and thus reduce their average cost. Export firms are attempting to diversify their sources of supply, in order to satisfy this trend. The demand for baskets also increases the range of opportunities for tropical fruit, which is a minor component of such packages, and which can thereby succeed in increasing its visibility to consumers in developed countries. It has nevertheless been noted that tastes change slowly, even with an increase in international tourism, and that the consolidation of a market for a new fruit may take several years. The demand for new products has generated heavy pressure for the continuous development of new varieties, making research activity a decisive variable for ensuring competitiveness. There has also been an increase in investment in production, since it is becoming necessary to renew orchards at ever shorter intervals, before their productivity begins to fall. Logistics Since fresh fruit is a delicate product that matures and deteriorates rapidly, it requires special care in harvesting to avoid damage, as well as selection in controlled environments, adequate packaging to prevent contamination of deterioration, refrigeration to slow maturation, and storage in dedicated warehouses. Table 2 Chile: Price Levels in the Supply Chain for Fruit and Vegetables 1995 DOMESTIC MARKET PRICE PRICE RECEIVED BY THE PRODUCER OF EXPORT GOODS PRICE AT THE PORT OF ORIGIN (In US$ per 10 kg Case) PRICE AT THE PORT PRICE IN FOREIGN OF DESTINATION MARKETS 7.8 29.1 56.0 95.2 112.0 (7%) (26%) (50%) (85%) (100%) Source: Tejo (1997). NB: Tejo s estimates are based on average price by variety of product. Table 2 shows that the supply chain for fruit and vegetables shows a very steep scale of prices. At each point, the value of the product increases as a result of the services carried out at each stage, as well as of the bargaining power of each
of the economic agents. The largest difference in price occurs at the level of the producer. The prices received for export products, which have higher standards of quality and treatment, can be up to four times higher than prices in the domestic market. From this stage on, logistical services such as refrigerated sea freight, unloading at the port, warehousing, commercialization and distribution to the retailer, assume a crucial importance. From the point of origin to the final consumer, the product price may double. While the table does not explain the margins at each stage, it does suggest that a verticalization strategy makes sense, since over 70% of the final value is added outside the plantation. This is the principal justification for the assembly of sophisticated logistical systems by the leading international export companies. The Brazilian Trade Balance Brazilian foreign account transactions in fresh fruit are characterized by the export of tropical, and the import of temperate varieties of fruit that are only produced domestically in small quantities. Apples form an exception to the rule, since in addition to a significant level of domestic production, there is also scope for exports. Brazilian exports are principally composed of oranges, melons, mangoes and bananas, which accounted for two thirds of exports by value over the course of the 1990s. After having grown 165% between 1990 and 1993, exports contracted by 16% until 1997, a trend observed for all varieties of fruit, with the exception of papaya, that showed constant export growth, and that could now jump to a much higher level of sales, due to the liberalization of the US market from 1998 onwards. (In US$ Million) Table 3 Brazilian Exports of Fresh Fruit 1990/97 FRESH FRUIT 1990 1991 1992 1993 1994 1995 1996 1997 Oranges 18 21 18 18 27 29 20 23 Melons 8 16 16 31 29 16 25 21 Mangoes 3 5 7 20 16 22 29 20 Bananas 8 18 17 15 11 4 6 8 Apples 2 2 21 12 15 6 2 11 Grapes 2 6 8 15 8 10 6 5 Pineapples 3 5 5 10 7 4 4 4 Papayas 2 2 2 3 4 4 5 7 Tangerines 1 2 2 2 2 3 3 5 Figs 1 1 1 1 1 1 2 2 Guavas 0 0 0 0 0 0 0 0 Other Fruit 2 3 4 4 3 2 3 3
TOTAL 49 81 101 130 123 102 105 109 Source: Secex. The export performance of bananas, apples and grapes has been irregular, with bananas losing space among exports since 1993. Apples and pears, which until 1994, represented three quarters of Brazilian imports of fresh fruit, reduced this relative share to two thirds from 1995 onwards, even if the value of exports of these products has doubled. This relative decline is due to increased imports of grapes, plums and kiwifruit. While Brazilian apple production has grown over the last two decades, it has not kept pace with the increase in domestic demand. (In US$ Million) Table 4 Brazilian Imports of Fresh Fruit 1990/97 FRESH 1990 1991 1992 1993 1994 1995 1996 1997 FRUIT Apples 45 55 29 24 48 88 87 57 Pears 38 34 25 26 35 77 98 92 Grapes 12 10 4 4 8 20 32 26 Plums 6 8 6 6 11 21 29 23 Nectarines 2 1 2 1 3 6 10 8 Peaches 0 1 1 1 2 7 10 7 Cherries 1 2 1 1 3 5 7 4 Kiwifruit - - - - - - - 14 Other Fruit 3 3 2 4 9 24 24 5 TOTAL 107 114 70 68 119 248 296 237 Source: Secex. Since fresh fruit has a high-income elasticity, the growth of purchasing power among the population of Brazil is reflected in the sector s trade balance, most notably with regard to fluctuations of imports and availability of fruit for export. Graph 4 US$ Million 400 300 200 100 - (100) (200) (300) Trade Balance for Fresh Fruit 90 91 92 93 94 95 96 97 Year Exports Imports Balance
As may be observed from Graph 4, the trade balance was negative for most of the period in question. The implementation of Mercosul, the liberalization of trade, and the effects of the Real Plan (appreciation of the currency and improvement in the purchasing power of the population) explain the accelerated growth in imports from 1994 onwards, with the average value increasing from US$ 90 million per year (1990-93) to US$ 225 million per year (1994-97), representing growth of 150%. In addition to fresh fruit, Brazil also exports significant quantities of cashew nuts and Brazil nuts, and imports nuts and dried fruit (grapes, plums, apricots and figs), with a positive trade balance in this segment. Brazil s overall trade balance for the fruit sector 2, excepting juices, was in surplus until 1995, when the significant increase in imports of apples, pears and grapes stemming from growth in domestic demand pushed it into deficit. Graph 5 500 Fruit Sector Trade Balance (excluding juices) 400 US$ Million 300 200 100-90 91 92 93 94 95 96 97 (100) Year Exports Imports Balance Source : Secex Most Brazilian fruit exports (63%) go to the European market, followed by Mercosul (18%). The main importer is Holland, which, as for other products, acts as a distributor to the rest of Europe. The largest direct consumer of Brazilian imports is the United Kingdom, followed by Argentina and Uruguay. 2 Juices are excluded from the fruit sector trade balance due to the large annual volumes of orange juice sold, with these distorting the view of the sector, given that orange cultivation has taken a different path and is regarded as a commodity.
Graph 6 NETHERLANDS 39% Exports of Fresh Fruit Total for the 1990s UNITED KINGDOM 14% ARGENTINA 12% URUGUAY 6% Source: SECEX 38 OTHER COUNTRIES 15% UNITED ARAB EMIRATES 2% UNITED STATES BELGIUM 3% PORTUGAL 2% 5% FINLAND 2% Imports of fresh fruit are predominantly sourced from three countries, that account for 90% of total imports: Argentina (pears, apples and plums), Chile (grapes, plums and kiwifruit) and the United States (pears and apples). Argentina is alone responsible for 55% of supply volumes. Brazil is thus a marginal nation in the international fresh fruit trade, even if it is the second largest producer in the world. Only melons are exported in significant quantities: around 42% of 1997 production, according to Secex data (1998, p. 7). For other kinds of fruit, exports account for less than 3% of production. In addition, Brazilian export companies handle very low export volumes by comparison with the leading international companies. While the sector is highly concentrated, that is, with few companies accounting for the majority of trade, its overall revenues are too low to fund the establishment of logistical systems that would guarantee international competitiveness on a large scale (Table 5).
Table 5 Degree of Concentration and Revenues of the Largest Brazilian Export Company, by Variety of Fruit - 1997 Fruit Degree of Concentration CR 3 (%) Export Revenues (US$ Million) Pineapples 40 0.7 Bananas 51 1.9 Oranges 85 13.5 Apples 53 3.0 Papayas 72 3.3 Mangoes 34 3.2 Melons 62 9.1 Grapes 26 0.6 Source: Secex. Foreign Trade Institutions Competition in the international market for fresh fruit has been growing ever greater. While consumption is growing, supply has expanded rapidly, both through traditional suppliers as well as due to the entry of new exporters. Competitiveness appears to be increasingly dependent on the establishment of efficient systems of commercialization, that include both public and privatesector agents. This section presents some ideas regarding the demands of fruit cultivation in terms of the organization of the international chain. It suggests that isolated producers face almost insurmountable difficulties in gaining access to foreign markets, due to the nature of the sector itself. In order to overcome such difficulties, governments of various countries have established sophisticated support systems for the private sector, and some have even developed publicsector commercialization schemes. Market Failures Cultivation of fruit is the victim of a classic market failure asymmetry of information. The market does not always supply all the information that is necessary for well-founded decisions by producers and consumers. This implies that a country may well export less than it could in theory, simply because producers are not aware of the basic characteristics of foreign demand, which at times do not manifest themselves in the form of higher profits. On this point, fruit cultivation shares the same problems as small- and mediumsized businesses across the world. Since the cost of generating and analyzing